TEST BANK ESSENTIALS OF NEGOTIATION 6TH EDITION Roy J. Lewicki, Bruce Barry, David M. Saunders

Chapter 1
Student: ___________________________________________________________________________
1. People ____________ all the time.
________________________________________
2. The term ____________ is used to describe the competitive, win-lose situations such as haggling
over price that happens at yard sale, flea market, or used car lot.
________________________________________
3. Negotiating parties always negotiate by _________.
________________________________________
4. There are times when you should _________ negotiate.
________________________________________
5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of
agreement) and also the resolution of _________.
________________________________________
6. Independent parties are able to meet their own ____________ without the help and assistance of
others.
________________________________________
7. The mix of convergent and conflicting goals characterizes many ____________ relationships.
________________________________________
8. The ____________ of people's goals, and the ____________ of the situation in which they are
going to negotiate, strongly shapes negotiation processes and outcomes.
________________________________________
9. Whether you should or should not agree on something in a negotiation depends entirely upon the
attractiveness to you of the best available ______.
________________________________________
10. When parties are interdependent, they have to find a way to ____________ their differences.
________________________________________
11. Negotiation is a ____________ that transforms over time.
________________________________________
12. Negotiations often begin with statements of opening _________.
________________________________________
13. When one party accepts a change in his or her position, a ____________ has been made.
________________________________________
14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
____________ and the dilemma of _________.
________________________________________
15. Most actual negotiations are a combination of claiming and ____________ value processes.
________________________________________
16. ________________________ is analyzed as it affects the ability of the group to make decisions,
work productively, resolve its differences, and continue to achieve its goals effectively.
________________________________________
17. Most people initially believe that ____________ is always bad or dysfunctional.
________________________________________
18. The objective is not to eliminate conflict but to learn how to manage it to control the ____________
elements while enjoying the productive aspects.
________________________________________
19. The two-dimensional framework called the ____________________________________ postulates
that people in conflict have two independent types of concern.
________________________________________
20. Parties who employ the ____________ strategy maintain their own aspirations and try to persuade
the other party to yield.
________________________________________
21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent
advocate for an organized lobby.
True False
22. Many of the most important factors that shape a negotiation result do not occur during the
negotiation, but occur after the parties have negotiated.
True False
23. Negotiation situations have fundamentally the same characteristics.
True False
24. A creative negotiation that meets the objectives of all sides may not require compromise.
True False
25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one
side dominate and the other capitulate, permanently break off contact, or take their dispute to a
higher authority to resolve it.
True False
26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or
appropriate in the resolution of the tangibles.
True False
27. When the goals of two or more people are interconnected so that only one can achieve the
goal􀲧such as running a race in which there will be only one winner􀲧this is a competitive
situation, also known as a non-zero-sum or distributive situation.
True False
28. A zero-sum situation is a situation in which individuals are so linked together that there is a
positive correlation between their goal attainments.
True False
29. The value of a person's BATNA is always relative to the possible settlements available in the
current negotiation, and the possibilities within a given negotiation are heavily influenced by the
nature of the interdependence between the parties.
True False
30. In any industry in which repeat business is done with the same parties, there is always a balance
between pushing the limit on any particular negotiation and making sure the other party􀲧and
your relationship with him􀲧survives intact.
True False
31. Remember that every possible interdependency has an alternative; negotiators can always say
"no" and walk away.
True False
32. The effective negotiator needs to understand how people will adjust and readjust, and how the
negotiations might twist and turn, based on one's own moves and the others' responses.
True False
33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.
True False
34. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people
can achieve their goals and objectives.
True False
35. Negotiators do not have to be versatile in their comfort and use of both major strategic
approaches to be successful.
True False
36. Differences in time preferences have the potential to create value in a negotiation.
True False
37. Conflict doesn't usually occur when the two parties are working toward the same goal and
generally want the same outcome.
True False
38. Intragroup conflict occurs between groups.
True False
39. Negotiation is a strategy for productively managing conflict.
True False
40. The dual concerns model has two dimensions: the vertical dimension is often referred to as the
cooperativeness dimension, and the horizontal dimension as the assertiveness dimension.
True False
41. Which perspective can be used to understand different aspects of negotiation?
A. economics
B. psychology
C. anthropology
D. law
E. All of the above perspectives can be used to understand different aspects of negotiation.
42. To most people the words "bargaining" and "negotiation" are
A. mutually exclusive.
B. interchangeable.
C. not related.
D. interdependent.
E. None of the above.
43. A situation in which solutions exist so that both parties are trying to find a mutually acceptable
solution to a complex conflict is known as which of the following?
A. mutual gains
B. win-lose
C. zero-sum
D. win-win
E. None of the above.
44. Which is not a characteristic of a negotiation or bargaining situation?
A. conflict between parties
B. two or more parties involved
C. an established set of rules
D. a voluntary process
E. None of the above is a characteristic of a negotiation.
45. Tangible factors
A. include the price or terms of agreement.
B. are psychological motivations that influence the negotiations.
C. include the need to look good in negotiations.
D. cannot be measured in quantifiable terms.
E. None of the above statements describe tangible factors.
46. Which of the following is not an intangible factor in a negotiation?
A. the need to look good
B. final agreed upon price on a contract
C. the need to appear "fair" or "honorable"
D. to maintain a good relationship
E. All of the above are intangible factors.
47. Interdependent parties' relationships are characterized by
A. interlocking goals.
B. solitary decision making.
C. established procedures.
D. rigid structures.
E. Interdependent relationships are characterized by all of the above.
48. A zero-sum situation is also known by another name of a situation. Which of the following is that?
A. integrative
B. distributive
C. win-lose
D. negotiative
E. None of the above.
49. BATNA stands for
A. best alternative to a negotiated agreement.
B. best assignment to a negotiated agreement.
C. best alternative to a negative agreement.
D. best alternative to a negative assignment.
E. BATNA stands for none of the above.
50. What are the two dilemmas of negotiation?
A. the dilemma of cost and the dilemma of profit margin
B. the dilemma of honesty and the dilemma of profit margin
C. the dilemma of trust and the dilemma of cost
D. the dilemma of honesty and the dilemma of trust
E. None of the above.
51. How much to believe of what the other party tells you
A. depends on the reputation of the other party.
B. is affected by the circumstances of the negotiation.
C. is related to how he or she treated you in the past.
D. is the dilemma of trust.
E. All of the above.
52. Satisfaction with a negotiation is determined by
A. the process through which an agreement is reached and the dollar value of concessions made
by each party.
B. the actual outcome obtained by the negotiation as compared to the initial bargaining positions
of the negotiators.
C. the process through which an agreement is reached and by the actual outcome obtained by
the negotiation.
D. the total dollar value of concessions made by each party.
E. Satisfaction with a negotiation is determined by none of the above.
53. Which of the following statements about conflict is true?
A. Conflict is the result of tangible factors.
B. Conflict can occur when two parties are working toward the same goal and generally want the
same outcome.
C. Conflict only occurs when both parties want a very different settlement.
D. Conflict has a minimal effect on interdependent relationships.
E. All of the above statements about conflict are true.
54. In intragroup conflict,
A. sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives
that are in conflict with each other.
B. conflict occurs between individual people.
C. conflict affects the ability of the group to resolve differences and continue to achieve its goals
effectively.
D. conflict is quite intricate because of the large number of people involved and possible
interactions between them.
E. None of the above describes intragroup conflict.
55. Which of the following contribute to conflict's destructive image?
A. increased communication
B. misperception and bias
C. clarifying issues
D. minimized differences; magnified similarities
E. All of the above contribute to conflict's destructive image.
56. In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level
of concern for the other's outcomes are referred to as the
A. cooperativeness dimension and the competitiveness dimension.
B. assertiveness dimension and the competitiveness dimension.
C. competitiveness dimension and the aggressiveness dimension.
D. cooperativeness dimension and the assertiveness dimension.
E. None of the above.
57. An individual who pursues his or her own outcomes strongly and shows little concern for whether
the other party obtains his or her desired outcomes is using another of the following strategies.
Which one?
A. yielding
B. compromising
C. contending
D. problem solving
E. None of the above.
58. Negotiators pursuing the yielding strategy
A. show little interest or concern in whether they attain their own outcomes, but are quite
interested in whether the other party attains his or her outcomes.
B. pursue their own outcome strongly and shows little concern for whether the other party obtains
his or her desired outcome.
C. shows little interest or concern in whether they attain their own outcomes, and does not show
much concern about whether the other party obtains his or her outcomes.
D. show high concern for attaining their own outcomes and high concern for whether the other
attains his or her outcomes.
E. Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.
59. Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative
negotiation is characterized by which of the following?
A. obligation and perseverance
B. avoidance and compromise
C. influence and persuasiveness
D. trust and openness
E. cognition and emotion
60. What are the three reasons negotiations occur?
61. Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most
people assume.
62. Why do parties negotiate by choice?
63. What are the three ways that characterize most relationships between parties?
64. Define "zero-sum" situation.
65. Describe a "mutual gains" situation.
66. What does BATNA stand for?
67. What role do concessions play when a proposal isn't readily accepted?
68. What